The Breakthrough Business Negotiation: A Toolbox for Managers

Customer Reviews

Packed With Knowledge! - By: Rolf Dobelli, 12 Jun 2004
If you say po-tay-toe, & they say po-tah-toe, you say to-may-toe & they say to-mah-toe, you can work the whole thing out. Just ask Michael Watkins, Harvard associate professor & author of this solid primer on how to conduct effective negotiations. While "breakthrough" may seem like a title marketing pitch, since many of these techniques have been covered in other books, he organizes the material thoughtfully. Watkins emphasizes multi-party negotiating, examining the power of coalitions. He diagnoses the external & situational factors that shape even two-party negotiations & provides helpful examples, diagrams & lists. His clear interesting style is a big improvement over most ponderous academic tomes on negotiations. To get the most out of this volume, reallly read it, & then practice the techniques. Are position is clear: business managers, dispute resolution professionals & anyone facing multi-party negotiations should bring this to the table.

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